Fieldmyynnin

Fieldmyynnin, or field sales, is a sales approach in which representatives meet customers in person outside the company’s premises. The term is used in Finnish contexts and is closely related to what English speakers call field sales. Fieldmyynnin emphasizes relationship-building, needs assessment, product demonstrations, and on-site problem solving, and it is commonly used for B2B products and services that require customization or hands-on evaluation.

Activities and structure: Field sales typically involves territory management, prospecting, lead qualification, on-site presentations, negotiations, and contract closing, followed by post-sale support. Representatives travel to customer sites, trade shows, and partner locations, coordinating with inside sales to handle inbound inquiries for larger accounts. Territory planning, route optimization, and CRM data capture are core processes.

Tools and data: Modern field sales relies on mobile CRM, tablets or smartphones, route planning software, and integrations with ERP or order-management systems. Real-time data on customer needs, competitive offers, and product availability supports on-site decisions and faster order fulfillment.

Roles and skills: Common roles include field sales representative, account manager, and territory manager. Effective field sellers combine consultative selling, deep product knowledge, strong communication, and time management with resilience to travel demands and long sales cycles.

Metrics and challenges: Typical metrics include quota attainment, number of visits, pipeline value, win rate, and average deal size. Challenges include travel costs, scheduling complexity, regulatory compliance, and maintaining consistent coverage in dispersed markets. Trends point to hybrid models with inside sales, data-driven territory planning, and greater use of digital tools.